Spotlight Magazine

PERSPECTIVE

Accolades

From our point of view, horses, thoroughbred horses —
like the ones shown on the front cover — are
unstoppable. It seems they can run fast and free as long
as the wind is at their backs. Like these horses,
American Income has its own unstoppable
thoroughbreds — Producers, Managers, PR
Representatives and SGAs. With drive and
determination, these outstanding individuals prove day-
in and day-out they are the leaders and top performers
not only at AIL, but in the entire industry.

Every year, we honor these unstoppable groups and
outstanding individuals all the while counting our
blessings they have chosen to be a part of our team. It
is their efforts and hard work
that give our Company its
continued momentum.

This issue of Spotlight
acknowledges those who have
distinguished themselves as
the cream-of-the-crop in a
gathering of superb
professionals, and it is our
privilege to boast their
accomplishments.

A list of our top Producers,
Managers, PR Reps and
SGAS for the year 2002 can
be found on Pages 12 and 13.
Without further ado, I want to take this opportunity to
congratulate all of you who have achieved this most
prestigious success. It is your daily pursuit of excellence
which stands as a motivation and example to us all.
Success, in and of itself, is a motivating experience.
However, planning for the future and envisioning where
же will be leaves most of us driving to the next level.
At American Income, we are always looking to the
future to plan ahead and make things easier for you

and your customers, We dedicate ourselves to
providing you with what you need to reach that higher
level of success.

This year presents a unique opportunity for us all. The
economy has been sluggish, and many of our union
brothers and sisters have watched their nest-eggs
dwindle. The opportunity for us lies in helping these
individuals find a better way to protect what they have
worked so hard all their lives to save.

Check out our new Terminal Illness Accelerated Death
Benefit Rider (TIR) on Page 16 and find out how this
new rider can help your clients in their time of need.
Learn from the best on Page 17. Read how Marlon
Underwood achieved his top Individual Producer
distinction, and how Malka Arony has remained a
leader in the PR arena for 20 years. Let these two
remarkable individuals show
you the way down the path of
success, and let them share with
you their trials and triumphs in
finding opportunity unlimited.
Our objective at American
Income is to assure your
longevity with us, while at the
same time establishing a long-
term commitment to the unions
you serve. You are important to
us, and it is by expressing our
gratitude for your efforts that we
can set our sights to the future
and look to the coming year with enthusiasm.

In this tradition of honoring your achievements, we ask
that you in return let us know how we are doing, and
how we can better serve you. Take a look at the new
layout for this issue of Spotlight and offer us your
suggestions on what works and what doesn’t. Check
out the bottom of Page 3 and send us your ideas.

Again, congratulations to our award winners and all of
our Disney® World qualifiers. As we toast your success,
we toast to the future and offer up our accolades. See
you in Orlando!

2 SPOTLIGHT FEBRUARY 2003 = WWW.AILIFECOM

А . EDITOR’S PAGE
Dates to Remember Getting it Right.
Thursday, March 27, 2003 In last month's issue of Spotlight, the Founder's Club figures

All business and PR credits must be received
in Waco to count for March production.
Monday, April 28, 2003

All business and PR credits must be received
in Waco to count for April production.
Monday, May 26, 2003

‘were accidently switched for the following people: Becky
Cutler, Darrell Dorey, Vivian Dwyer, Eric Tuttobene, and
Robert Ulreich. To find out your current, correct Founder's
Club standings contact Paula Clements in Agency at 254-
761-6400 ext. 350, or via e-mail at pclements@ailins.com.

Total Bonuses Paid Out

‘The Home Office will be closed for the

Memorial Day holiday.
Wednesday, May 28, 2003

‘This month American Income paid out a total of
$463,136.87 in bonuses. For more information on American
Income's monthly bonuses turn to Page 15.

All business and PR credits must be received

in Waco to count for May production,
‘Thursday, June 12, - Sunday, June 15, 2003

‘American Income

Income Life’s annual convention in Orlando,
Florida at the Walt Disney® World Swan and

Dolphin Hotel.

‘Thursday, June 26, 2003
All business and PR credits must be received
їп Waco to count for June production,

Congratulations are i

Look for the Asterisk

‘The asterisks, shown throughout the magazine, indicate that
place will be a year-to-date award winner, The Producers,
who will be recognized at the 2004 Atlantis Awards
Presentation, are as follows: the top SGA from each
category, the top wo PR Managers and the top three
Representatives from each category, the top five MGAs, the
top SA, the top five GAs, and the top ten Individual.
Producers. Check your production! If there is an asterisk
by your position, you could be on your way to The
Bahamas! The convention will be held June 3-6, 2004,

^s and National

Order!

John Akers, formerly an MGA with the Chris

Lafond Agency, has been promoted to SGA in

Nebraska.

Eric Neal, formerly an MGA with the
Geneser-Bitman Agency, has been promoted.
o SGA in San Antonio, Texas.
Congratualations to both John and Eric on

their promotions?

Required Retention Rate
Effective Jan. 1, 2003, to be eligible for bonuses and featured
in Spotlight, top Producers must meet the required Retention.
rate, or the minimum Net to Gross, Net to Gross is only
used during the Producer's first eight months,

Retention: 67.0%

Netto Gross: 78%

moyi

nation you can use to increase your sales success. However, as with most
progress and we need your help in its completion. Nr
R magazine, it is compiled. published and distributed with you in min

nt to sec in the magazine, what features help you in your business and

SPOTLIGHT FEBRUARY 2003 m WWWAILIFECOM

ArFUZmrrQ WOON

Wednesday, March, 26
Thursday, March 27
Friday, March 28
Monday, March 31

Friday, April 25
Monday, Apri 28
Tuesday, April 29
Wednesday, Apri 30

Monday, May 26
Tuesday, May 27
Wednesday, May 28
Thursday, May 29
Friday, May 30

Wednesday, June 25
Thursday, June 26
Friday, June 27
Monday, June 30

Friday, July 4
Monday, July 28
Tuesday, July 29
Wednesday, July 30
Thursday, July 31

Tuesday, Aug. 26
Wednesday, Aug. 27
Thursday, Aug. 28
Friday, Aug. 29

Monday, Sept. 1
Thursday, Sept. 25
Friday, Sept. 28
Monday, Sept. 29
Tuesday, Sept. 30

Tuesday, Oct. 28
Wednesday, Oct. 29
Thursday, Oct. 30
Friday, Oct. 31

Friday, Nov. 21

Monday, Nov. 24

Tuesday, Nov. 25

Wednesday, Nov. 26

Thursday, Nov. 27 and Friday, Nov. 28

Tuesday, Dac. 23
Wednesday, Dec. 24 and Thursday, Dec. 25
Friday, Dec. 26

Monday, Dec. 29

Tuesday, бес. 30

Wednesday, Dec. 31

All business must be mailed to Home Office.
All business must be at the Home Office to be guaranteed for March.
Business received this day is not guaranteed for March.

End of Month — business received this day is not guaranteed for March.

April

All business must be mailed to Home Office.
All business must be at the Home Office to be guaranteed for April
Business received this day is not guaranteed for April.

End of Month — business received this day is not guaranteed for April.

May

Memorial Day — Home Office holiday.

All business must be mailed to Home Office.

АЙ business must be at the Home Office to be guaranteed for May.
Business received this day is not guaranteed for May.

‘of Month — business received this day is not guaranteed for May.

June

All business must be mailed to Home Office.

All business must be at the Home Office to be guaranteed for June.
Business received this day is not guaranteed for June.

End of Month — business received this day is not guaranteed for June.

July

Independence Day — Home Office holiday.

All business must be mailed to Home Office.

All business must be at the Home Office to be guaranteed for July.
Business received thís day is not guaranteed for July.

End of Month — business received this day is not guaranteed for July.

August

All business must be mailed to Home Office,

All business must be at the Home Office to be guaranteed for August.
Business received this day is not guaranteed for August.

End of Month — business received this day is not guaranteed for August.

September

Labor Day — Home Office holiday.

All business must be mailed to Home Office,

All business must be at the Home Office to be guaranteed for September,
Business received this day is not guaranteed for September.

End of Month — business received this day is not guaranteed fo September.

October

All business must be mailed to Home Office

All business must be at the Home Office to be guaranteed for October.
Business received this day is not guaranteed for October.

End of Month — business received this day is not guaranteed for October.
November

All business must be mailed to Home Office.

All business must be at the Home Office to be guaranteed for November.
Business received this day is not guaranteed for November.

End of Month — business received this day is not guaranteed for November.
‘Thanksgiving — Home Office holiday.

December
All business must be mailed to Home Office.

Christmas — Home Office holiday,

All business must be mailed to Home Office.

АП business must be at the Home Office to be guaranteed for December.
Business received this day is not guaranteed for December.

End of Month — business received this day is not guaranteed for December.

* Dates subject to change based on Home Office holidays.

SPOTLIGHT FEBRUARY 2003 ж WWW.AILIFE.COM

PROMOTIONS

Massachusetts
Frederick Bush
Tyrone Conard
Virginia
Lester Denley
Mitentach Ostrovsky
Mississippi
Barry Garelick
Eri Giglone
Now Jersey
Megan Gordon David Hamilton.
Tin Schroeder Robert Smith
Louisiana Oklahoma
Sylvia Johnson Steven Kapphahn
Tyrone Conard Tim Schroeder
Maryand Tens
Daniel Li Malcolm McCall
Erie Neal Nichols Монк
Toras Louisiana
Jeffrey Pat Kelly Ann Peart
Eric Ggione.
New Jersey
Patricia Reilly
Al Stahrak
Virginia
Ryan Schultenover Corey Shorter
Marc Merton Tyrone Conard
Ohio Marland
Glen Sylvester Stephen Tran
Tyrone Conard
Maryland
mote
Kenneth Bell Robert Bingham.
Nicholas Ноя Ricard Rutt
Louisiana New York
Mark Cotgrave Todd Faulkner
Joshua Chalon. AiiShahrak
Ontario North Carolina
Michael Ham Nathan Heimlich
Wiliams Wiliams Rob Boles
Georgia Kentucky
Susanne Munro Christy Packer
New York Utah
Judith Soriano Daman Spicer
Retard Rutt Geneser Geneser
New York Missouri
Kirk White Thomas Young

John Baldo
Giglone Brite
Mew Jersey
Donavan Locklear
Al Shahrak

North Carolina
Carey Thompson
Vie Hancock
Kentucky

Christopher Alphen
Gigone-Brister

Cassandra Baryk
Al Shahrak
North Carolina
Joseph Callahan
Rick tig
Montana

Brenden Determann
Mid Basov

Tenas

Chris Georgiadis
Eric Giglione

New Jersey

Brandon Ito

David Cohen

Сабота

Daryl Kenney

Scot Smith

indiana

Tosha MeQueary
Geneser Biman

ils

Jonathan Peele

All Shabrak

North Carolina

Jim Rice

Elizabeth Smith
Geneser-Biman
Minois

Michael Tranumn.

Stephen Flecker
Richard Rutt

ew York

Joseph Jaffe
Richard Rutt

New York

Stuart Paolino
Richard Rutt
Nen York

Eric Stuedeman
Mare Zipper

Danny Desens
‘Seat Sith
[d

Bryce Nielson
шосе Adams
un

Carlos Bastardo
Scott Smith
Indiana

Sherry Carvin

Robert Gerboth
Bil Jennings
Colorado

Frank Jeter
Marc Morton
West virginia
Blanca Lebron
КОЛ
alterno

Peterson
Eric Gigllone

New Jersey

Jonathan Rischitelli
Giglonerstr.
Massachusetts

Curt Snow

stot Fat

сота

Beverly Williams
Willams ата.
Georgia

Steve Brooks
Genese-Genesor
Missouri

Terri Foote
Marcellus Adams
Uh

Таке Jennings
Geneser Biman
Minots

Jeffrey Robinson
Scott Sith
Mno

Erie Topper

Ali Shahrak

‘North Carolina

Tiffany Hune.
Marcellus Adams
Utah

Gary Ponting
James Surace.
оно

Benu Bequette
‘eneser eneser
Missouri

Randy Clem
Geneser-Bitman
Mines

Albert Dodd
Mare Zpper
Forde

Allan Gilber
Scot Sth
D

‘Torrey Jewett
Guy Rouele
Vermont

Сма Lee
Kevin Рамиз
Tons

Linda Meyers
Joseph Manone
Wisconsin
Patrick Reed
Joseph Manone
Wisconsin
Michael Rizzo
Erke бйле
Now ersoy
‘Christopher букри
Kovin Pawlowski
Texas

Demeka Brown
Rob Bolos

David Laggan
Rob Bolos

Ohio

David Samalin
Richard Rutt
New Yor

Jeremiah Vecs

Fure-Whitinghil
Сайта

Samuel James
Witenbach Ostrovsky
Mississippi

Alan Reyes
Nicholas Никон
Louisiana

SPOTLIGHT FEBRURAY 2008 ш WWWAILIFE.COM

Martine Bertrand
lok lg

Quebec

Zachary Clements
Bil Jennings
Colorado

Wayne Dk

Piek Ang

Manitoba

Dmitriy Concha
[M
Teus k
Beyan Johnson
Geneser-Bitman
Minois

Francis Lemieux
Richard Rut
NewYork

Janice Ой Caner
Tyrone Conard
Maryland

Barry Rehm

Al Shak

North Cortina

Khari Samuel
Gigloe-Brisir
Massachusetts

Scott Svoboda
John Akers

iowa

Keith Comwell
Mark Hancock
Indiana

Joshua Goodman
Bil Jennings
Colorado

Jason Mitchell
Scott Smith

Minois

Rick Slan

Bil Jennings
Colorado

nin Webster

Tim Lilly
Hurst Kopp
Arkansas

Michael Stanford
Marcellus Adams
Utah

INDIVIDUAL PRODUCERS

1, David Wang
‘Woodridge, IL

3, Daniel Barli
Edison, NJ

5, Eunice Smith
Gaithersburg, MD.

7. Eddie Norman

Southfield, MI

SPOTLIGHT FEBRUARY 2003 ж

Southfield, MI

[cm 4 David Hamilton
Oklahoma City, OK

Edison, NJ

8, Jeremy Baker

Kansas City, KS

10, Robert Dunn
Columbus, OH

WWWAAILIFECOM

January Production

. David Wang

. Carlos Bastardo

. Daniel Barli

. David Hamilton

. Eunice Smith

. Michael Czopek

. Eddie Norman

j. Jeremy Baker

J. Zulfikar Bhukera

. Robert Dunn
Anthony Christman

. Yvonne Hernandez
Ray Landry
Eunice Wallace
Paul Hardy
‘Andrew Bishop
William Bernhart
Scott Remmey
Lance Brown
Hang Cui

|. David Wang

. Carlos Bastardo

j. Daniel Barli

j. David Hamilton

. Eunice Smith

j. Michael Czopek

. Eddie Norman

. Jeremy Baker

. Zulfikar Bhukera

j. Robert Dunn

. Anthony Christman

. Yvonne Hernandez
Ray Landry.

. Eunice Wallace

. Paul Hardy
Andrew Bishop.
William Bernhart
Scott Remmey
Lance Brown
Hang Cui

. INDIVIDUAL PRODUCERS

$29,351
24,525
21,848
19,555
18,655
18,204
17,808
17451
16,503
15,843
15442
14733
14703
14,588
14,398
14,086
14,020
13,721
13,498
13.138

All Time Record to Beat

Month: $51,235 Net ALP Marion Underwood |

David Wang Scott Smith
Marlon Underwood Scott Smith
Jeffrey Dinocento Eric Giglione
Michael Thomas Robert Smith
Vann Durham Matt Blumert
David Hausman Eric Giglione
Eddie Norman Scott Smith
Viadimir Opra Geneser-Geneser
Michael Knapick Scott Smith
Keith Zabrocki Mare Morton
Gary Bleier
David Iriye David Cohen.
Wittenbach-Ostroveky
Roger Geering Stove Friedlander
Paul Hardy Rick Altig
Rob Hay Rick Attig
Wesley Bangs Rick Allig
Stephen Liberto Eric Giglione
Cohen-Hartman
Brian Waller Scott Smith
à Percentage of Net to Gross

All Time Record to Beat

‘Year: $277,779 Net ALP Marlon Underwood

David Wang Scott Smith
Marlon Underwood Scott Smith
Jeffrey Dinocento Eric Giglione
Michael Thomas Robert Smith
Vann Durham Matt Blumert
David Hausman Eric Giglione
Edie Norman Scott Smith
Vladimir Opra Geneser-Geneser
Michael Knapick Scott Smith
Keith Zabrocki Mare Morton
Gary Bleier
David Iriye David Cohen
Wittenbach-Ostrovsky
Roger Geering Steve Friedlander
Paul Hardy Rick Altig
Rob Hay Rick Altig
Wesley Bangs Rick Altig
Stephen Liberto Eric Giglione
Cohen-Hartman
Brian Waller Scott Smith
^ Percentage of Net to Gross

SPOTLIGHT FEBRUARY 2003 ж WWW.AILIFECOM 7

CONTRIBUTIONS

MONETARY DONATIONS

Mark Hancock Agency
е Donated $240 to the UAW Local 933 for their Civil
Rights dinner.

‘© Contributed $100 to the Central Indiana Jobs for Justice.

Total $340.00
OTHER DONATIONS

Jatoft-Foti Agency
е Participated in the signing of the California Congress of
Senior Citizens celebration (see picture below).

AROUND AND ABOUT AIL

Rick Altig Agency
• Made a contribution in support of the SCFP — Quebec
Videotron conflict (see letter below),

More Than a Thank You

Dear Mr. Altig
Today, instead of
the feelings brou,
In this time

f sending

w
ight
where
where one
vith, more oftes 1
essential,
offen questioned SHY where soli

Youa mere

thank you
about by your pen E YOU note, we

to share

ly solicite
der to get th

ings done
reaching the

idarity and
and mutual aid are
* lt is most comforting 7
spontaneously, clair
We believe,

Pictured: Celebrating the signing of the California
Congress of Senior Citizens (650,000 members)

is Jatoft-Foti PR Representative Gil Sciacqua (left)
and CCSC President Hank Lacayo (right). Mr. © leis motivati
Lacayo also serves as National President Emeritus by true
of LLACLA and Chairman of the Hispanic
Heritage Foundation.

о meet in
tim that they q

dividuals a

ind groups
hare the cin SOUPS who,

ues in which

10 see that these
commitment and a
ег stimulating te
number of support
efforts to сопу,
eris uplifting
ideotron соп
We are Proud to b
ссаве of
than

values are
ен Put in concrete form

© count the
signature
t letters receiv

tave made the
be part of
Í your gesture,
а mere word.
On behalf of the m
Ottom of our he

ûû group of men and w
^S solidarity will, f ds d

m as yours,
m now on, be much more
embers we

"e represent, w

arts, for your solidarity an,

© thank you from the

ıd your generosity

Warta Gorai,

President SCpp _ Quebec

8 SPOTLIGHT FEBRUARY 2003 ж WWWAILIFECOM

COMMUNITY INVOLVEMENT

Are You Involved?

It is never гоо early to plan for the holidays. For that matter, it is never too late to plan. Plan ahead for your next
community involvement project and get AIL or NILICO's name in print. Check out what the Eric Giglione Agency
did last November which earned their Agency a spot in the local newspaper and a recognition letter from the
Chamber of Commerce (sce article and thank you letter below),

FAMILIES ENSURED OF FREE TURKEYS ї

ted from The News Tribune in New Jersey, article by Suzanne С. Russell.

e Life Insurance Co.
employees amilies will set out today
delivering Thanksgiving turkeys to about 400

needy families in Middlesex and Union

“We let (each family) know we will be
delivering it, For those we
phone, we just show up. In some cases, we've
been known to just leave the Thanksgiving

an't contact via

n Center company
, which begins with a

by Eric C

turkey on the porch or with a neighbor,” Volpe
said.

"les the joy of giving,” said Giglione, who has
enlisted the help of his wife and daughter in
making deliveries today.

Income

Between 75 and 100 employees are expected to
he collects, said Leslie Beth Volpe, a make deliveries throughout New Jersey, but
mostly in Middlesex and Union counties. In
This year the company bought 400 turkeys with addition the company will be feeding 58
ions and families in the Philadelphia are;

ment support worker,

‘We're giving back. It's the right thing to do,"
k if they know вау Wayne Huber, chief operating officer

how the company But the 400 turkeys company employees are
delivering this year is only a beginning. Volpe
е the turkeys said employees are committed to feeding 1,000
Raritan Center Parkway office, — families [in 2003).

те they are sorted for employees to deliver.

Dear Mr, Gig

lione:
ш o ——— UM

feel with business с
ses your unselfish and ete eae
meant that you have captured e efforts,
alaning of the holidays "Ped the real

© giving. Wt just buying, but

Wishing you
the remainder nt Jour

mployee
winder of 2001 and 279
Sincerely, e

Фома S. Dinan

President the Edison Chamber of c;
of Commerce

all the best for
tainly 2003

SPOTLIGHT FEBRUARY 2003 w WWWAILIFECOM 9

SUPERVISING AGENTS

Southfield, MI

Month: $43,409 1st Yr. Gino Tamzit

January Production

London, ON

Month: $50,606 Net ALP Chad Roehrs

1. Steven Morey
2. Philip Prata

3, Richard Spicer
4, Carlos Bastardo
5, Jason Crain

$19,497 $22,769.
15,968 23,964
15406 17402
14228 31,494
13,147

Michael Кпаріск | Scott Smith
Jeffrey Dinocento | Eric Giglione
Steven Lee
Marlon Underwood | Scott Smith
22,019 Ronald VanWoesik | Vlad Basov

Altig-Martyn

YTD: $142,726 tst Yr. Vladimir Opra

YTD: $237,992 Net ALP Vladimir Opra

*1 Steven Morey

2 Philip Prata
3 Richard Spicer
4 Carlos Bastardo
5 Jason Grain

Michael Knapick | Scott Smith
Jeffrey Dinocento | Eric Giglione
Steven Lee
Marlon Underwood | Scott Smith
Ronald VanWoesik | Vlad Basov

Ай-Мапуп

Supervising Agent selection guidelines for recognition in the Spotlight are as follows: Must have one First Year Agent coded and mest эй production requirements.

10 SPOTLIGHT FEBRUARY 2003 = WWW.AILIFECOM

e Woodridge, IL g Burnaby, BC

GENERAL AGENTS

@ Edison, NJ 2 Edison, NJ

Woodridge, IL
X

Month: $111,262 Net ALP Eric Neal

Jeffrey Dinocento | Eric Giglione
Mare Rosen Eric Giglione
Brian Waller Scott Smith
Sherry Callaghan | Rick Attig
Marlon Underwood | Scott Smith
David Hausman | Eric Giglione
Israel Pena Tom Williams

January Production

Month: $102,408 1st Yr. Erit Neal

1. Francisco Perez
2. Michael Pellccotta
3. Denise Gilbert
4, Denise Bateman
5. Kevin Leonard
6, Michael Czopek
7. Anthony Thomas

8. Benjamin Gibbs. Leslie Taylor Geneser-Bitman
9. Ronald Aiello Don Goodwin Kevin Pawlowski
10. Tracey Johnston Patrick Shehan Geneser-Geneser

YTD: $864,620 Net ALP

Jefirey Dinocento

"1. Francisco Perez

Eric Giglione

* 2. Michael Pellicciotta. ‘Mare Rosen Eric Giglione
*3. Denise Gilbert Brian Waller Scott Smith

4. Denise Bateman Sherry Callaghan | Rick Altig

5. Kevin Leonard Marlon Underwood | Scott Smith

6. Michael Czopek David Hausman | Eric Giglione.

7. Anthony Thomas. Israel Pena Tom Williams.

8. Benjamin Gibbs Leslie Taylor Geneser-Bitman

9. Ronald Aiello Don Goodwin Kevin Pawlowski
10. Tracey Johnston Patrick Shehan Geneser-Geneser

General Agent selection guidelines for recognition in the Spotlight are as follows: Must have two First Year Agents coded and meet ай production requirements:

SPOTLIGHT FEBRUARY 2003 w WWW.AILIFECOM i

_ AWARD WINNERS - AWARD WINNERS _
Top Ten 1. Marion Underwood Agent Net ALP
Individual Scott Smith Agency — 2. Timothy Cruise $251,697 Top PR = 1 Debbie Enstedt PR Menezes бый
$277,779 in Net ALP 3. James Dattilo $184,315 RS CAMS A ers Ў EE. papa
Producers 72.5 Retention 4. Jim Bianchi $172,596 Managers ick Altig Agency alka Arony :
5. Lance Brown $165,038 213,685 Cards
6. Matthew Wolfanger $161,557
7. Ruben Soberanes $157,145
8. Kelly McDonald $154,410
9. David Wang 5154286
10. Al-Karim Walji $147,151 Р
Тор РВ 1. Rona Pileggi Spano PR Representative Cards
Scott Smith Agenc" 2. Brenda DiSomma 33931
Top 1. Tracy McNallan Agent Year Agent Net ALP Representatives d erra 3. Robin Denham 32,900
Rick Altig Agency 2. Susan Schweitzer $103,270 $183,595
-— \ $109,571 in Ist Yr. Agent — 3. Dustin Raaum $87,041 $136,545 Category A
nts $165,189 in Net ALP
b 76.9 Retention
z 1. Malka Arony PR Representative Cards
Top 1. Samuel James Аш First Year Agent Net ALP Top Fe Cohen-Hartman Agency 2. Laurie Onasch 21,575
Wittenbach-Ostrovsky Agency 2. Jim Bianchi $260,441 $428,021 Representatives 22,019 Cards 3. Erin McKee 14.407
General in Ist Yr. Agent 3. Francisco Perez $260,163 $370,193 C B "
Agents n Net ALP 4. Denise $230,564 $275,709 ategory
66.4 Retention 5. Jeffrey Ra $190,750 $244,074
Top 1. Paul Rumhuc t Year Agent Top PR 1. Darrell Dorey Miamiin BÎ
Durhon Oldham Agency 2. Jeffrey Dinocento $1,114,471 SEE VU EES T
Master $1,585,484 in Ist Yr Agent — 3. David Hausman $980,459 Representatives Ramis Kouladjl-Agency у Ее еб, 18
General $2,127,958 in Net ALP 4. Wendell Bangs $699,632 q 514 Groups * я
80.9 Retention 5. David Iriye $687,488 Category C

SGA Category I

Eric Giglione a
$5,032,882 in Ist Yr. Agent ^
$6,493,763 in Net ALP XT

250% of Standard

SGA Category Ш
Tom Williams

$1,615,910 in Ist Yr. Agent
$2,332,399 in Net ALP
224% of Standard

SPOTLIGHT FEBRUARY 2003 ш WWW.AILIFE COM

SGA Category П
Durhon Oldham
$2,040,428 in Ist Yr. Agent
$2,568,208 in Net ALP
236% of Standard

Top State General Agents — Category IV-V

SGA Category IV
Larry Geneser & Slav Bitman

$2,316,642 in Ist Yr. Agent
$2,825,412 in Net ALP
483% of Standard

SGA Category V
Rick Altig & Alan Martyn

$850,092 in Ist Yr. Agent
$1,024,095 in Net ALP
197% of Standard

IT FEBRUARY 2003 m WWW.AILIFECOM, 13

MASTER GENERAL AGENTS BONUS PAGE

x Ep Show Me the Money$
Retention Bonus:

David Wang Scott Smith $4,989.70
Eddie Norman. Scott Smith $3,561.78
hael .9¢
Rochester, NY Jefenonville, IN apie ч rds Ls
‘Anthony Christman Gary Bleier $3,098.46.
Carlos Bastardo Scott Smith $2,943.00
Zulfikar Bhukera Scott Smith $2,805.57
Lance Brown Cohen-Hartman $2,699.70
Daniel Barli Eric Giglione $2,621.88
Travis Vandeberghe Rick Altig $2,567.87
January Production Month: $19 Months $236,811 Net ALP Ed Orell Total Retention Bonus Paid Out: $364,862.81 328 Producers Qualified
БЕШТЕ aa ae Leadership Bonus:
1. David Hausman $101,536 22 | Eric iglione Nunlitier з epus nsus
2, Paul Rumbuc. 101403 | 133,565 25 Durhon Oldham Leslie Taylor Geneser-Bitman $6,440.35
3. Steven Greer 80,045 86,880 14 Durhon Oldham fie a Ere Gola КЕЕ.
4, Gregory Partee 64315 | 90509 6 Vic Hancock reer urhon н
5, Leslie Taylor 61878 | 81193 9 Geneser-Bitman He: кф D paron apan RERI
6, Patrick Shehan 57,885 70,907 " Geneser-Geneser Stren Jak GR Koo os $3438 62
7, Ronald VanWoesik 55068 | 63213 и Май Basov Wesley Bangs Riok Alig $301287
8. Steven Lee 54,225 | 60080 1 Rick Altig Melanie Cohen Giglione-Brister $2,874.20
9. Joseph Diecedue 51068 | 51,693 10 Nicholas Nitkowski Byron Fletcher Guy Rovelle $2 547.33
10. Melanie Cohen 46802 | 46132 12 Giglione-Brister David Tubbin Rick Alli 3246571

Total Leadership Bonus Paid Out: $77,930.65 56 Producers Qualified

YTD Production YTD: $1,705,178 tst Yr Slav Biman | — | YTD: $2,127,959 Net ALP Paul Rumbuc УЛДЕ,

Qualifier Bonus Amount
Gabriela Bertoni Joshua Chalom $2,348.82
Rona Pileggi Spano Scott Smith $1,672.02
* t. David Hausman $101,536 | $149,802 68.6 2 Eric Giglione Brenda Disomma Eric Gigtione $1,643.40
* 2. Paul Rumbuc 101,403 133,565 80.3 25 Durhon Oldham Al Wall. Joshua Chalom $1,565.10
* 8. Steven Greer 80,045 | 86880 | 88 14 Durhon Oldham Manon Brulotte Rick Altig $1,275.30
* 4. Gregory Partee 64315 | 90509 694 6 Vic Hancock 1 Erica Dalager Rick Altig $919.31
* S. Leslie Taylor 61878 | 81193 705 9 Geneser-Bitman Randy Stockley Ramin Kouladji $868.86
6. Patrick Shehan 57,885 | 70907 688 11 Geneser-Geneser Robin Denham Geneser-Geneser $843.50
7. Ronald VanWoesik 55068 | 63213 733 11 Май Basov Майа Arony Cohen-Hartman $703.98
8. Steven Lee 54,225 69,080 743 13 Rick Altig David Blaisdell Rick Altig $687.98
B. Joseph Diecedue 5068 | 51609 745 10 Nicholas кони Total PR Bonus Paid Out: $20,343.41 32 PR Reps Qualified
10. Melanie Cohen 532 | — 46132 704 12 Giglione-Brister
Master General Agent selection guidelines for recognition in the Spotlight are as follows: Must have four First Year Agents coded and meet all production requirements. * Only the top ten qualifiers in each bonus category are shown. For a full list of bonus qualifiers in each

category, contact your SGA.

4 SPOTLIGHT FEBRUARY 2003 = WWW.AILIFECOM SPOTLIGHT FEBRUARY 2003 ж WWWAILIFECOM.

PRODUCT ANNOUNCEMENT

American Income’s Brand New

Terminal Illness Rider

Pare of our job at American Income is to provide you
with the tools you need to be successful. Showcased on

this page is АШУ new Terminal Illness Accelerated Death
Benefit Rider (TIR). This new rider is being offered as
an extra benefit for customers who have found

themselves in a time of need, It is being provided at
no additional cost Read on to find out more about

this new tool.
The TIR pays half of the faco

loan value equal to half of the amount

immediately preceding payment of the Accelerated
Death Benefit. Premiums will remain the same

and continue to be payable — they do not
reduce.

This rider can be added to any life policy with
ns may not be done
to policies on ETI or reduced paid up. When

level death benefits, Add

this benefit is added to a policy (a new
application or existing coverage), an
Accelerated Death Benefit Disclosure and

Acknowledgement Form (form AG-2391) must

be submitted with the application, Listed
below are some more great features of the

TIR:

* There is no premium for this rider.

* The benefit is paid to the insured.

amount on an insured.
when his or her physician certifies the insured is
expected to live 12 months or less. If there isa
loan on the policy, the benefit will be reduced by
half of the loan, After the benefit has been paid,
the policy will have a face amount, cash value, and

* Мау be added to existing policies.

‘The terminal illness must be the result of an accident that occurs after the policy is in force ог an illness that first manifests itself at least
30 days after the issue date. The benefit will not be paid if the policy is reduced paid up or extended term. This rider
everywhere except Connecticut, Illinois, Massachusetts, New Jersey, New York, Puerto Rico, Vermont and Washington.

The life applications — both the basic and combo apps — have been modified,

FIELD INTERVIEWS __

“The difference in successful people and
those who aren't is that successful people
only remember the great things that
happen to them. Unsuccessful people
dwell on the negative constantly. When 1
have a bad call, pick myself up, forget
about it and move on to the next home.
You can't go to the next home with
rejection on your face because it shows.
Attitude is everything; its what sets me a
part from the rest. I love being positive —
1 marinate myself in positive vibes — I wallow in it.

Success is also about having balance in my life mentally and
spiritually. 1 listen to tapes of motivational speakers in my car and 1
read the Bible everyday. You also need а backup plan. I don't rely
just on my PR reps to provide me a place to go. I set my own
appointments too with referrals 1 receive from satisfied clients and
with prospects I may have missed in the past
There's no doubt, selling is an art. For the past 20 years I've trained
myself to really study people and have good eye contact when 1
speak. If you observe your prospects when they're talking, as well as
ally listen to what they're saying and ask questions you'll discover
what they need.

1 like to use vivid scenarios to show prospects the seriousness of
buying insurance coverage from me today. 1 put the husband,
spouse and children in real life situations to which they can relate.

If l'm speaking to the spouse I ask, ‘If you're not employed, what
money will you survive on when your husband's gone? When
discussing kids I say, ‘If something happens to Johnny I know you'd
want to be at the hospital and our Accident/Hospital policy сап
help you with thar.’ Then I give them a choice in coverages: Basic
or Gold. The Basic plan runs about $53/month and includes
Whole Life, the readjustment income plan and Accident/Health.
protection. The Gold Plan is about $68/month and includes all the
Basic products plus a death benefit on the spouse and children.

1 always assume that my prospect is going to buy from n so l'm
really there to explain product details and tell them abot our
company. Union members, like myself, already know they are
missing benefits and AIL is so great because we provide
supplemental coverage that will stay with them for life!

Before I leave the home I make sure that my customers feel good
about their purchase, 1 welcome them to the AIL family and
congratulate them on making such an important decision, 1 always
ask for referrals too, For every donated canned good item for our
strike relief fund, I offer clients to sponsor the person of their
choice for a no-cost $1,000 AD&D policy. When I deliver this 1
present other products and say, "Your uncle chose our Basic plan;
which package would you like?

The best advice 1 could give to a new agent is to never give up.
Keep going no matter how hard it may get, Make your time count.
Life is too short to dwell on anything or anyone who is negative."

the states where the rider has been approved, to

"About 26 years ago a friend told me about
a receptionist position in AILs Los Angeles
office. 1 applied, got the job, and shortly
after started working part-time in public
relations to make some extra money. Then.
ten years ago David Cohen gave me the
‘opportunity to come out to Phoenix and
run this office. I'm just a Jewish Valley girl
and 1 admit the move to Arizona

was a stretch, but it's become the perfect
place for me.

1 love this job because it allows me to meet all kinds of people at
the political functions and union events I arrend. My mother even
said, This is the perfect job for you. When you were three years
‘old you used to stand on our balcony and invite people up for
coffee all the time!”

Pm not a super salesperson. My strength is my service. 1 put
myself in their shoes and try to feel what it will mean for them to
have our coverage. Getting the business is hard, but keeping it is
harder, so service is key. Some cases take two years to close and
others а few days. In the beginning you wait a long time and it can.
be frustrating. Once you're established with the union the fun
begins. You've got to pay your dues, but the reward is big.

100 members. After all, the larger groups started out small and
everyone has the right to expect the best from me, 1 work for
SGAs who feel the same way and it's great, It's what sets AIL
apart from the rest.

Another important thing 1 believe in doing is getting involved
with the community, When we came out to Arizona we had a lot
of work to do to establish ourselves in the community. 1 joined the
Labor Council and took the President and Head of the Education
Committee to lunch and told them we wanted to give them a
$1,000 scholarship. This helped give us а lot of credibility with
them and helped solidify our relationship.

Having the right SGA is important too and luckily I have two of
the best! It costs money to build up а PR agency and they back us
up when we need it. However, you can't buy your way into the
union, you have to earn it. Its a combination of being there, doing
the sweat work like walking the picker lines with them and
plugging into the community, In some states there's labor activity
every single week so there's really no excuse for not participating in
these events

My advice to new PR reps is to be in as many places as you can.
Be real because people can always spot a phony person. Don't give
up when you feel defeated. If you don't have a case to work on, get

ош and do something: service a call or deliver a claim check. Be
In terms of service, respect and commitment, I believe in treating positive and something will happen."
every single group the same whether they have 30,000 members or

include a box that may be checked when applying for the TIR. The box is labeled "TIR" (sce the apps above). Remember form
AG-2391 must accompany all new business applications with the appropriate signatures, and be sure to mark the box labeled “adding to
existing coverage” with the policy number of the case the rider is to be added to when added to existing coverage.

16 SPOTLIGHT FEBRUARY 2003 = WWWAILIFECOM SPOTLIGHT FEBRUARY 2003 ш WWWAILIFECOM 17

STATE GENERAL AGENTS

Larry Geneser & Brandon Geneser

JANUARY PRODUCTION YEAR TO DATE PRODUCTION

1st Yr 1st Yr % 0!

[wn] ear] | [es iaar‏ ا
189 $123,600 $312,817 $123,600 $233,797
EROR 276000 115‏ 685 584473 276,000 316,516

Rick Aig 647,020 596400 1,033,569 695 647,1020 596400 108
Vlad Basov 123791 123,00 193,748 748 123791 125500 100.

YEAR TO DATE PRODUCTION
Net ALP

Category Il JANUARY PRODUCTION

Durhon Oldham $181,449 — $84,000 h 80.1
Giglione-Brister. 118628 ^ 96000 124 129,680 710 118628 96000 124 129680

STATE GENERAL AGENTS

YEAR TO DATE ш

% 0! 1st Yr
ЛОТО | [sn it

$56,400 — 137 690 577,311 556400 137
5640 — 114 eil 783 64417 56400 114

Net ALP

YEAR TO DATE PRODUCTION

Net ALP Net ALP

$61,927 $44400 — 139 $87,597 680 $61,927 $44,400 139 $87,597
53375 44400 120 86899 697 58375 44400 120 86809

Marc Morton.

Category 1 JANUARY PRODUCTION

1st Yr % Of Ast Yr
Agent [standart | Si | Net ALP E ЕЕН tandard | 9901 | Net ALP
708

YEAR TO DATE TR HEN

Marc Morton. $94,595 $68,400 — 138 $139,797 138 $139797
Vic Hancock. 86214 68400 126 120125 82 een] c? 106 12115

18 SPOTLIGHT FEBRUARY 2003 ж WWWAILIFECOM

Marcellus Adams

Category VI JANUARY PRODUCTION. YEAR TO DATE PRODUCTION

1st Yr 7
Agent Net ALP Шш Net ALP

$77,709 544400 175 — $61,605
69275 56400 123 109,281
fio ^ 94742 % 63.060 56,400 1120 04742

SPOTLIGHT FEBRUARY 2003 ш WWW.AILIFE.COM 19

INSIGHT |

Anatomy

1 flunked Anatomy in college. Okay, well, 1 almost
flunked Anatomy. I realized Science was not my
strength. However, if I was going to complete my
degree in Physical Education, I knew I had to come
up with a better system for studying Science ог
change my degree.

My sister was a nursing student at the time, and she
helped me develop а great system for learning
Anatomy, She put some words together in a song,
and each time I was in Anatomy lab, | caught myself
humming the wor “Fetal pigs, tails to sternums,
take ‘em apart, that's how you learn "ет, take the
thyroid out, look ‘em all about. . ." and the song went
on and on. 1T learned a little

more, sang a little more, and
by the time I finished the
course, the whole lab was
singing my tune, Thank
God the instructor had a
sense of humor and found
me amusing, I squeaked by
with a C minus.

Needless to say, | changed
my major to Social Work!

Larry Strong, Paul Straubel
and I have been spending
lots of time lately teaching “PR.” Next week, there
will be eight top PR field performers coming into
Waco to the LEADS Institute. They have
volunteered to assist in establishing the best practices
in teaching, managing and executing PR in the field.
They will be the first cadre of field trainers made
available to help each of us in achieving a higher
level of success and developing a solid PR force in.
our Agencies,

As a company we are at a critical point — studying
the science of PR, improving our systems, and asking
people to dedicate themselves to their degrees. Many
of you are masters in the ways you have always done

things. However, right now with flat lead production
we are just squeaking by. Growing can be
uncomfortable, but now is the time to do it. If we
take a moment and examine our ways and find out
how to improve upon them, in the end we all benefit.

Among our many objectives this year is an increase
in leads. As we face this challenge, our new
curriculum for success will be learning new

systems and establishing clear expectations with a
managed accountability.

1 wish it were as easy as learning the jingle my sister
taught me with retooled words like, “Labor Councils,
Credit Unions to union
members take 'em apart that's
B how you learn 'em, take their
issues out, look 'em all about. .
| 7 However, the catchy tune is
just part of the equation. Your
| dedication to a new goal and a
commitment to finding better
ways of achieving success will
| be an important component in
reaching that higher level.
We can't just be satisfied with
squeaking by, and finding
success won't come as casy as
just changing your major.

Our PR division consists of some of the most
outstanding individuals in the business. It is now up.
to us to follow their lead, and set the example for
others to follow.

Remember, it starts with learning the jingle, but ends
with executing the things that make us successful in
the market place. It takes the whole Agency pulling
together to make sure we end the year with a passing
mark of which we all can be proud. It is up to us to
make it happen, and I know we can do it!

20 SPOTLIGHT FEBRUARY 2003 ж WWW.AILIFECOM

РЕ. NEWS

Extra, Extra — Read All About It!
AIL Announces a New Public
Relations Monthly Bonus

You asked for it, and now we have delivered! Read below to find out all about American Income's new
and improved PR. Monthly Bonus. Qualifiers will be posted on the Web site, Just log onto
wwwailife.com to find our if your name is on the list

Bonus

209 per card
IO per card
d1 per card
Ай per card,
M pec cont
-16 per card:
«18 pereard

e Tín бк in fast three months —
° обоо» must be original

е FouPthousand minimum combined кён
Fifty member minimum

е Group must be mailed хобат bonus and have three percent return with
minimum of 10 cards, T

ANG

т $20 Group
Plus 2

$10 Original

Plus on Union/Credit Union Groups

202 per member
+
201 per member on original groups

SPOTLIGHT FEBRUARY 2003 ж WWW.AILIFECOM 21

P.R. REPRESENTATIVES P.R. REPRESENTATIVES

PR Manager January Production YTD Production

PR Manager PR Manager
> | 1. Debbie Enstedt “1. Debbie Enstedt

Winnipeg, MB 2. Darrell Dorey 72. Darrell Dorey
3. Charles Hill. 3. Charles Hill.

Rick Altig
Ramin Kouladji
Jatoft-Foti q

Rick Altig
Ramin Kouladji
Jatoft-Foti

All Time PR C
YTD: 61,879 cards Denise Bowyer

tion Record

ategory А: Category A Category A No. Cards
1. David Blaisdell 4,745 | Rick Altig “1, David Blaisdell 4,745 | Rick Altig
David Blaisdell Al Wall 2. Al Wall 3,554 | Joshua Chalom *2. AI Wall 3,554 | Joshua Chalom
Nashville, TN Toronto, ON 3. Charles Hill 3,052 | Jatoft-Foti *3, Charles Hill 3,052 | Jatoft-Foti
4. Brenda DiSomma 2996 | Eric Giglione 4. Brenda DiSomma 2,996 | Eric Giglione
5. Gabriela Berloni 2,594 | Joshua Chalom 5. Gabriela Berloni 2,594 | Joshua Chalom
Category B No. Cards
1. Randy Stockley 4,684 | Ramin Kouladji “1. Randy Stockley 4,684 | Ramin Kouladji
2. Malka Arony 1439 | Cohen-Hartman *2. Malka Апу 1489 | Cohen-Hartman
Category B: 3. Brenda Swecker 1269 | Chris Lafond *3, Brenda Swecker 1,269 | Chris Lafond
4, Darrell Dorey 912 | Ramin Kouladji 4, Darrell Dorey 912 | Ramin Kouladji
Randy Stockley Malka Arony 5. Becky Cutler 746 | Bill Jennings 5. Becky Cutler 746 | Bill Jennings
Halifax, NS Phoenix, AZ

All Time PR Group Production Record
YTD: 514 groups Darrell Dorey

Category C No. Groups
1. Roy Jessome 20 | Ramin Kouladji “1. Roy Jessome 20 — | Ramin Kouladii
ategory C 2. Malka Агопу 17 Cohen-Hartman *2. Malka Arony 17 Cohen-Hartman
3. Bryan Wudrick 12 | Attig-Martyn *3, Bryan Wudrick 12 — | Altig-Martyn
Roy heene Мый Ауу 4. William Gibson 11 — | Scott Smith 4. William Gibson 11 — | Scott Smith
و‎ тос вй 5. Rachelle Valdez 11__| Marcellus Adams 5. Rachelle Valdez 11 — | Marcellus Adams

Category А = SGA categories one and two. Category B = SGA categories three, four, five and six. Category C = Top number of contracts signed from all SGA
categories. Public Relations Manager selection guidlines for recognition in the Spotlight are as follows: Must have two PR. Representatives coded and meet all
production requirements.

2 SPOTLIGHT FEBRUARY 2008 ж WWWAILIFECOM SPOTLIGHT FEBRUARY 2003 ж WWW.AILIFECOM 23

The Bahamas consist of 700 islands with over 2000 small
cays (pronounced keys) which form a unique holiday
playground. Islands of every size and shape offer enough
adventure to keep you busy for a lifetime
Come visit the jewel of
Nassau/Paradise
Island, As the cultural, social,
political and economic center
of „itis the

most visited destination in

Nassau/Paradise Island has
much to offer visitors
There are more sights and
activities here than you

can experience in one trip.